Lead generation is where sales and marketing alignment are critical. Having SLAs with the Sales team where these agreements on how to handle leads is critical. It is also as important for Marketing to understand that all leads don’t belong purely to Sales and that further nurturing is going to take place to move them closer to the right decision.
What defines a “Lead” is understanding your “Sweet-spot, Good-fit” criteria. Each lead should be ranked based on where they fit in this spectrum. We help our clients define these important data management questions and come to agreements based on historical and forward-looking predictive data.
Cold calling is not dead, but having the right scripts, lead lists and strategy is what is going to define your leadgen success on the phone. Being able to monitor and evaluate each member of your sales team is the key to success.